Influencing and Negotiation Skills Training

This insightful program uses the work of William Ury, “Getting

to Yes” and advanced techniques based on Neurolinguistic

Programming (NLP) to help learners influence others and

negotiate in a way that is principled, open and ethical.

Ury’s principles include:

1. Separating the people from the problem
2. Focusing on interests, not positions
3. Generating a variety of possibilities before deciding what to do
4. Ensuring there is an objective standard or criteria on which to base a

result, particularly if agreement is difficult to reach

By learning to read behaviour in others, demonstrating a willingness to listen,

understanding the position of others and then discussing the ‘gaps’ in a

collaborative way, learners can reduce confrontation, increase efficiencies

and more often get to an acceptable outcome. Using case studies and

mock negotiations, this program is highly practical, enjoyable and can

quickly shift a negotiation mindset from combative to collaborative.

At the end of this course participants will be able to:

• Determine the hidden needs of others before and during a negotiation
• Recognise personal beliefs, attitudes and behaviours that can hinder an effective discussion
• Deepen listening skills to identify the ‘emotions’ below the words
• Maintain objectivity during challenging negotiations
• Focus on the issues, not the people
• Develop objective criteria to help decision making
• Define what is negotiable and what cannot be compromised